Inside sales gamification that rewards the follow-up as well as the quote.
Novigem scores the Leads, Tasks and Quotes your desk already saves in Salesforce. A same-day first response, a call logged with notes and a completed follow-up earn points when the record saves, so the leaderboard shows follow-through alongside volume.
The volume is visible. The follow-through isn't.
An inside sales desk lives on volume: calls, quotes, follow-ups, and the next request already waiting. Counting the volume is easy. Seeing whether anyone chased it is not.
- 01
Follow-ups slip when the next request lands
A rep sends a quote and means to call back on Thursday. By Thursday the queue is full of new requests, and the follow-up was never logged as a task. A quote nobody logged a follow-up for is a quote nobody chases.
- 02
Managers see totals at the end of the week
Quotes sent and calls made add up nicely on the Friday report. Which quotes were followed up, and how fast new leads got a first answer, only shows when a deal goes quiet.
- 03
A call with no notes counts as a call
The rep who writes down what the customer asked for looks exactly like the one who clicks Log a Call and moves on. The next person to pick up the account finds nothing to work with.
- 04
The first response decides the request
An inbound request from a dealer or a customer is warmest in its first minutes. A lead that sits in New until tomorrow has had a day to ask someone else.
more likely to qualify a lead when the first response comes within 5 minutes rather than 30.
Oldroyd, MIT / InsideSales.com, 2007
Score the follow-through, when the record saves.
Novigem runs inside Salesforce and scores Leads, Tasks and Quotes when the rep saves them. Sending the quote stays part of the job. Completing the follow-up on it, answering a new lead the same day and logging a call with real notes are what earn points.
Illustration of one rep's day from 09:00 to 17:00: 12 quotes sent and 6 calls logged, which earn no points on their own, against 4 completed follow-ups, 2 new leads answered the same day and 3 calls logged with notes, which earn 95 points in total.
Illustration of three rules on one rep's day: follow-up Task completed, 15 points; Lead moved out of New on the day it was created, 10 points; call logged with comments of at least 10 words, 5 points. Quotes sent and calls without notes earn nothing on their own.
Rules for the records a quoting desk saves all day.
Example rules. Points go to the Record Owner, Created By or Last Modified By.
Rules on Leads, Tasks, Events and Quotes
Lead, Task, Event and Opportunity score out of the box. Quote takes one Flow. Every condition is a field on the record the rep already saves.
Quality bars on every rule
Word counts on call notes, a status that has changed, a field that is not blank, a date of today. A bare log earns nothing; a useful one does.
Sprints, battles and leaderboards per desk
Run a timeboxed challenge on open follow-ups, scope a leaderboard to one desk, or put two desks head to head on the same rule. Goal pace tells each rep whether they are on track.
Team Pulse and a next best action
The desk lead sees engagement, goal pace and last activity per rep, needs-attention first. Each rep gets one suggestion on their home page, based on what teammates earn from and they do not.
Setup: Lead, Task, Event and Opportunity score out of the box. For Quote, register it in Novigem Admin and add one record-triggered Flow that calls the packaged Evaluate Record with Novigem action. No Apex, and everything still runs inside your org.
Follow-up Pro still to earn.
Illustration: a one-day battle between two desks, one rep's streak and their badges.
Streaks, sprints and a desk to beat.
A busy desk does not need another report. It needs a reason to clear today's follow-ups before the next request lands, and a way to see that it counted.
- Daily streaks for every day a rep earns points, with bonus points at 3, 7, 14 and 30 days in a row
- Short timeboxed sprints: one day on same-day lead responses, or a push on open follow-ups
- Head-to-head battles between two desks on the same rule, with a winner at the end date
- Badges from the Badge Builder, collected on the rep's profile and announced in Chatter
- Personal bests, so every rep has their own number to beat
Measured on your own desk, in six weeks.
The pilot takes a baseline before the first challenge starts and compares at week six. These are the numbers an inside sales pilot usually tracks.
Quotes with a completed follow-up
Share of quotes sent in the period that have a completed follow-up Task against them
Same-day first response on new leads
Share of new Leads that moved out of New on the day they arrived
Calls logged with notes
Share of logged calls with comments above your word threshold
You only pay if you continue after week six. Start a pilot
Is Novigem right for your inside sales desk?
- Inside sales and quoting desks that log calls, tasks and leads in Salesforce
- Desks handling inbound requests from dealers or customers, many quotes per rep per day
- Desk leads who only see weekly totals and want to see follow-through before Friday
- Teams that quote in a separate tool and never touch the Salesforce record
- Desks that do not log calls or follow-ups as Tasks and do not plan to start
- Teams looking for a dialler or a quoting tool. Novigem scores the work; it does not do it